Seasonal cues to food scarcity and calorie cravings: Winter cues elicit preferences for energy-dense foods
Abstract Winter cues signal a scarcity of food. Birds and mammals respond to such environmental cues by consuming more energy. They convert this surplus into body fat that serves as a buffer against impending food shortages. Similarly, humans exhibit higher obesity rates among food-insecure populations. However, to date, it has been unclear whether winter cues qualitatively affect consumers’ food preferences. Results from five studies ( N = 865), with one of them preregistered, show that watching videos depicting winter cues elicits thoughts about energy-dense foods and survival. Such cues elicit higher preferences for energy-dense than low-calorie foods, as verified by meta-analytic eviden…
Selecting the special or choosing the common? A high-powered conceptual replication of Kim and Markus’ (1999) pen study
Kim and Markus (1999) found that 74% of Americans selected a pen with an uncommon (vs. common) color, whereas only 24% of Asians made such a choice, highlighting a pronounced crosscultural difference in the extent to which people opt for originality or make majority-based choices. The present high-powered study (N = 729) conceptually replicates the results from Kim and Markus (1999; Study 3). However, our obtained effect size (r = .12) is significantly weaker than that of the original study (r = .52). Interestingly, given the globalization of mass media and the rapid economic progress of many Asian cultures during the last decades, a larger proportion of Chinese, but not American, participa…
Crisis communication, anticipated food scarcity, and food preferences: Preregistered evidence of the insurance hypothesis
Abstract Whereas large-scale consumption of energy-dense foods contributes to climate change, we investigated whether exposure to climate change-induced food scarcity affects preferences toward these foods. Humans’ current psychological mechanisms have developed in their ancestral evolutionary past to respond to immediate threats and opportunities. Consequently, these mechanisms may not distinguish between cues to actual food scarcity and cues to food scarcity distant in time and space. Drawing on the insurance hypothesis, which postulates that humans should respond to environmental cues to food scarcity through increased energy consumption, we predicted that exposing participants to climat…
Populated Places and Conspicuous Consumption: High Population Density Cues Predict Consumers’ Luxury-Linked Brand Attitudes
Population density has been identified as an ecological factor with considerable behavioral implications. The present research aimed to examine whether the mere perception of more (vs. less) populated places can change consumers’ luxury-linked brand attitudes. To this end, we experimentally manipulated consumers’ perceptions of population density using pictorial exposure to high (vs. low) population density cues. The results revealed a significant interaction between manipulated population density and perceived brand luxury on brand attitudes. Specifically, exposure to high rather than low population density cues resulted in more positive (negative) attitudes toward brands deemed to be more…
Anxious and status signaling: Examining the link between attachment style and status consumption and the mediating role of materialistic values
Attachment theory has recently been recognized as a potentially fruitful avenue for studying consumer behavior. However, few studies have examined the relationship between attachment styles and consumer preferences. Based on literature suggesting that individuals with an anxious attachment style have a particularly strong need for attention, we conducted two studies with a total sample of over 2,000 participants, which tested and found that anxiously attached consumers displayed a higher propensity to purchase status-signaling goods than their counterparts with secure attachment styles. This effect was mediated by materialistic values, such that participants with an anxious attachment style…
Viral Viruses and Modified Mobility: Cyberspace Disease Salience Predicts Human Movement Patterns
Humans have a motivational system that influences cognition and behavior to minimize the risk of contact with pathogens whenever cues to disease emerge. The current research examines the relationship between cyberspace disease salience and mobility behavior at the macro and micro levels. Across three studies, we predict and find that people adjust their mobility behavior to minimize the risk of close physical contact with strangers when cyberspace disease salience is high (vs. low). Study 1 examines web searches for terms related to the pandemic to determine relatively high and low disease salience periods in cyberspace. In Study 2, we analyze hourly sales data from five grocery stores and …
Replication and extension of framing effects to compliance with health behaviors during pandemics
Outbreaks of infectious diseases represent a significant challenge for health authorities around the world Public cooperation and compliance with health recommendations constitute critical steps to stop the spread of such diseases But how should these recommendations be framed to achieve the most desirable outcomes? Across two experiments, we show that the classic Asian Disease Problem (Tversy and Kahneman, 1981) is replicable, regardless of disease type (real vs hypothetical) Thus, people are less (vs more) willing to take risks when information is positively (negatively) framed, irrespective of disease type, although they are generally more risk-averse in real pandemics Furthermore, peopl…
Firstborns buy better for the greater good: Birth order differences in green consumption values
Despite multiple studies on the role of birth order in shaping human personality, marketing literature has largely neglected its role in shaping consumer behavior. We conducted a high-powered birth-order study on several consumption-related measures (Nmain analyses = 1358), which consistently enabled us to detect effect sizes even smaller than d = 0.20 with a power of 0.90. Participants filled out scales measuring susceptibility to normative interpersonal influence, the need for uniqueness, and the tendency to express the value of environmental protection through purchases and consumption behaviors. At a general level, we did not find any support for the notion that firstborns (vs. laterbor…
Selfless or Selfish? The Impact of Message Framing and Egoistic Motivation on Narcissists’ Compliance with Preventive Health Behaviors during COVID-19
COVID-19 is one of the greatest international health crises in recent years. Due to the highly contagious nature of the virus, the World Health Organization has recommended that people comply with a set of preventive measures to reduce the infection rate (e.g., social distancing, wearing a face mask, thorough personal hygiene). However, people typically differ in the extent to which they are willing to comply with such recommendations, as they imply certain personal restrictions. The present study aimed to investigate whether narcissism levels and message framing strategies affect individuals’ willingness to accept personal restrictions and, consequently, comply with a set of preventive hea…
Development and psychometric evaluation of the Anticipated Food Scarcity Scale (AFSS).
Mass media extensively inform societies about events threatening the global food supply (e.g., pandemics or Brexit). Consumers exposed to such communication may perceive food resources as becoming scarcer. In line with the evolutionary account, these perceptions can shift decision-making in domains such as food preferences or prosociality. However, the current literature has solely focused on actual and past food insecurity experiences threatening mostly low-income families, thus neglecting the future-oriented perceptions among the general population. This paper broadens the food insecurity research scope by developing a new construct—anticipated food scarcity (AFS)—which is defined as the …
Self-isolation for the self-centered: Negative framing increases narcissists' willingness to self-isolate during COVID-19 through higher response efficacy
Abstract The coronavirus (COVID-19) pandemic has come with various health recommendations restricting personal freedom, such as social distancing and self-isolation. Considering the personal sacrifices involved, not all individuals are equally willing to comply with such recommendations, which might pose a health hazard further down the line. In a high-powered study (N = 800), we show that individual differences in narcissism influence the willingness to self-isolate during pandemics, with individuals high (vs. low) in narcissism being less willing to self-isolate. However, this tendency can be offset by tailored message framing. Specifically, individuals high (vs. low) in narcissism are mo…
Secure and sustainable but not as prominent among the ambivalent: Attachment style and proenvironmental consumption
Abstract Human activity has degraded the environment and contributed to numerous public health hazards. Thus, the United Nations recently made an urgent call to develop sustainable consumption practices. Although existing literature has acknowledged attachment style as a potential predictor of certain consumption responses, its influence on proenvironmental consumption has not yet been examined. We conducted a large-sampled study (N = 1397) on this topic and found securely attached individuals to report significantly higher scores on a scale measuring proenvironmental consumption compared to people with anxious/ambivalent and avoidant attachment styles, respectively. The latter two groups d…